The Problem With Different Cultures And Negotiations

Negotiating across cultures can be difficult to do

Every time that we start a negotiation, we begin with the best of intentions. It really does not matter who we are negotiating with. The other side can be from down the road or from around the world, we simply want to reach a good deal with them. However, when the other side comes from … Read more The Problem With Different Cultures And Negotiations

What Should Be On Your Negotiation Checklist?

Negotiators who go into a negotiation well prepared both create and claim value

As negotiators, every time that we enter into a negotiation we hope to be able to use our negotiation styles and negotiating techniques to walk away with a deal that we can live with. However, in order for that to happen we have to have taken the time to prepare for the negotiation. All too … Read more What Should Be On Your Negotiation Checklist?

How Negotiators Can Learn To Handle Deal Spoilers

A deal spoiler can happen at any time and negotiators need to be ready to deal with it

So how many times has this happened to you? You are involved in a negotiation. Everything seems to be going pretty well – your negotiation styles and negotiating techniques seem to be working. A deal is starting to form up and both sides are starting to see what they may be able to walk away … Read more How Negotiators Can Learn To Handle Deal Spoilers

What Can Principal Agent Theory Teach Negotiators?

Is there a gap between you and your agent's incentives?

There are times when something is being negotiated that we choose to not go it alone. Instead, we decide that we need some help. When this happens we may bring in an agent to represent us to the other side . However, this can cause problems. If you do this, you wonder whether you can … Read more What Can Principal Agent Theory Teach Negotiators?

How To Negotiate With People That You Don’t Get Along With

Emotional reactions can prevent us from negotiating well

That negotiating thing is difficult enough without having to deal with all of the different people involved. However, we need to admit that there will be times that no matter how difficult a negotiation is and no matter what negotiation styles or negotiating techniques we are using, it will really be the people that we … Read more How To Negotiate With People That You Don’t Get Along With

Three Examples Of Negotiating Failures

Negotiators can learn a lot from negotiations that fail

As negotiators, every time that we go into a negotiation, we are optimistic that we are going to use our negotiation styles and negotiating techniques to be successful. We believe that we’re going to be able to work with the other side of the table and come up with a deal that both sides can … Read more Three Examples Of Negotiating Failures

Secrets To Becoming A Better Negotiator

5 secrets to becoming a better negotiator

No matter how good of a negotiator you think that you currently are and what negotiation styles and negotiating techniques you use, we all know that we can become better. The struggle that we all have is that too often we don’t know how we can become better. Since we don’t know this, we can … Read more Secrets To Becoming A Better Negotiator

How To Claim Your Fair Share In Your Next Negotiation

You need to claim your fair share during your next negotiation

Every negotiation that we are involved in has two different components to it. The first is what is called “value creation”. This is, as its name implies, the process by which we attempt to put more issues on the table – we try to make the negotiation become bigger. The other part is called “value … Read more How To Claim Your Fair Share In Your Next Negotiation

Bargaining Strategies When You’re Dealing With A Fixed Pie

To claim your fair share, you have to first take the time to prepare properly

As negotiators, we understand that when we enter into a negotiation we need to use our negotiation styles and negotiating techniques to both collaborate and compete with the other side of the table. It is our job to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. … Read more Bargaining Strategies When You’re Dealing With A Fixed Pie

How Your Last Deal Could Harm Your Next Deal

Your pride about your last negotiation may harm your next negotiation

So first off – congratulations! The last negotiation that you were involved in went very well. You were able to use your negotiation styles and negotiating techniques to get a deal that you feel proud of and you’ve been congratulated by everyone you know for conducting a professional negotiation. Right about now you are probably … Read more How Your Last Deal Could Harm Your Next Deal